Contacts

Contacts represent individuals associated with accounts. PILLAR classifies contacts by buying role and tracks engagement, champion status, and executive sponsorship.

Core Information

Field	Description
Account	Parent account
Name	Contact full name
Title	Job title
Email	Email address
Department	Department
Buying Role	Role in the buying process
Status	Active, Inactive, or Left Organization
Engagement Score	0-100 engagement level
Champion	Whether identified as an internal champion
Executive Sponsor	Whether identified as an executive sponsor

Buying Roles

Role	Description
Champion	Internal advocate who actively promotes the solution
Economic Buyer	Has budget authority and final purchase decision
Technical Buyer	Evaluates technical fit and integration
Influencer	Shapes opinions but lacks direct authority
Blocker	Opposes the purchase or creates obstacles
End User	Will use the product daily
Unknown	Role not yet classified

Contact Status Lifecycle

ACTIVE → INACTIVE → LEFT_ORG

ACTIVE: Engaged and responsive
INACTIVE: No recent activity
LEFT_ORG: Confirmed departure (triggers stakeholder departure signal)

Scoring Impact

Contacts drive multiple scoring categories including Engagement (activity volume, engagement depth) and Relationship (champion coverage, exec sponsorship, multi-threading). Contact buying roles also factor into Pipeline Health rules for deal coverage assessment.